Senior Business Development Manager

Acumatica is a company on a mission. We are a leading innovator in cloud ERP (Enterprise Resource Planning) with customers worldwide. But don’t take our word for it—read what analysts like G2 and Info-Tech have to say about us.
Acumatica is different by design and purposely built to help small and midsized companies thrive in today’s digital economy. Our industry-specific business management solution is engineered to address real-world needs—featuring intelligent workflows and market-leading usability that enable companies to manage risk, anticipate disruption, and seize new opportunities.  Our principled business practices, growth-friendly licensing, and flexible deployment options put organizations in control of their own future.
We recognize that no business succeeds alone, and that’s why Acumatica is more than a product—it’s a thriving community of partners, customers, and creators committed to delivering technology that enables tomorrow’s leading companies to innovate, collaborate, and grow on their terms.  We’re a community working to continuously seek out better ways to work and to build the future of business, together.
Acumatica is owned by EQT Partners, one of the world’s leading investment companies.
Acumatica’s culture is casual and high-energy. We are passionate about our product and our mission, and we are loyal to each other and our company. We value work/life balance, efficiency, simplicity, freakishly friendly customer service, and making a difference in the world. Acumatica offers exceptional professional and financial growth potential.
To learn more about Acumatica’s mission, please visit: http://www.acumatica.com.

The primary accountability of the Senior Business Development Manager lies in cultivating and expanding Acumatica’s strategic partnerships within our third-party developer partner ecosystem. In this capacity, the individual will be tasked with identifying, formulating, prioritizing, and implementing effective go-to-market strategies in collaboration with our strategic partners. This pivotal role involves close coordination with various teams internally within Acumatica and externally with our strategic partners. The overall goal is to help to drive incremental software sales for Acumatica and our partners.

We seek a highly motivated, determined, persuasive, and result-oriented professional to manage Acumatica’s strategic partnerships, with an emphasis on joint Go-to-Market (GTM).

Responsibilities:

• Develop a joint GTM plan for the strategic partnership, align internal and external partners.
• Establish multi-thread joint GTM motion with Acumatica’s ecosystem (VARs, SIs, etc.).
• Manage ongoing relationships with Acumatica Marketers and Partner Managers.
• Use data and analytics to incubate net-new GTM initiatives and improve existing motions.
• Leverage sales enablement tools and marketing materials to drive awareness and education around integrations internally and externally.
• Drive executive alignment across Acumatica and Strategic Partner GTM leaders.
• Activate pipeline generation and growth by working with co-marketing teams.
• Conduct and support Quarterly Business Reviews, adjust the plan based on business dynamics, and deliver revenue outcomes.

Required

• 5+ years of strategic partnerships, business development experience in the SaaS industry.
• Proven experience and success in a Partner / Channel / Alliances role.
• Demonstrable ability to achieve key revenue targets.
• Ability to create and present GTM plans; drive internal and external alignment.
• Demonstrated capabilities to leverage cross-functional support.
• Result orientation and comfort with setting and achieving metrics & outcomes.

Preferred

• Strong networking and relationship-building skills.
• Excellent analytical and problem-solving skills.
• Strong understanding of cloud requirements in the North American market.
• Proactive, creative, and innovative thinker.
• Excellent verbal and written communication skills.
• Self-motivated, organized, detail-oriented, and resourceful.
• Project management expertise, strong planning skills.

Acumatica is an Affirmative Action and Equal Opportunity Employer/Veterans/Disabled. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.
If you have a disability and you believe you need a reasonable accommodation in order to search for a job opening or to submit an online application, please e-mail [email protected]. This email is created exclusively to assist disabled job seekers whose disability prevents them from being able to apply online. Only emails sent for this purpose will be returned. Emails sent for other purposes, such as following up on an application or technical issues not related to a disability, will not receive a response. 

For this role, the salary range is $165,000-$180,000 annually. This range represents the low and high end of the salary range for this job and may vary based on location. The actual salary offer will carefully consider a wide range of factors, including skills, qualifications, experience and other relevant elements.
At Acumatica, certain roles are eligible for additional rewards, including annual bonus and stock. These awards are allocated based on individual performance. In addition, certain roles also have the opportunity to earn sales incentives based on revenue or utilization, depending on the terms of the plan and the employee’s role.